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happen," he told SSN. "But for
the larger [enterprise] groups,
where you still have to have the
identification piece that a badge
provides, the migration will take
longer and I don't know if it will
volume 21, number 7
J ul Y 2018 ul
n
$7.00
Commer C ial
& Sy S & Sy tem S
i ntegrator S
n
Doyle Security Systems buys in
Albany
page 10
n
PSA Security announces new
financing partner
page 10
m onitoring
n
Security Partners hosts new building
groundbreaking
page 14
n
DICE announces new CFO, telecom
manager
page 14
r e S idential
Sy S
Sy tem S
n
Select Security makes several
acquisitions
page 16
n
Proguard secures credit facility,
makes first buy
page 18
Supplier S
n
FLIR to release a new line of cameras
called Saros
page 19
n
Smart lock company Danalock
interested in US market
page 19
n
Lifesafety Power integrates with DMP
page 19
ly
m
&
a & see page 20
Growing through M&A more
viable than ever in security
The future of access
control examined
By Paul Ragusa
LAS VEGAS— Security Systems
News caught up with ACRE
COO Ron Virden, who recent -
ly published an article titled,
"Electronic Access Control &
The Future of Securi -
By Paul Ragusa
YARMOUTH, Maine—Influ -
enced greatly by the level of
M&A activity each year, the
s e c u r i t y l a n d s c a p e i s c o n -
stantly changing and
e v o l v i n g . Wi t h s o
much happening in
the M&A space right
now within security,
there are opportuni -
ties for companies to
grow—even to expand
their capabilities and
technology offerings—
through strategic acquisition.
"Over the past few years
we've seen an acceleration of
M&A activity in the security
industry, including a number of
By Spencer Ives
AMELIA ISLAND, Fla.—About
30 miles outside Jacksonville,
Fla., professionals in the PERS
space and related areas of secu -
rity and finance came together to
learn new tactics for their busi -
ness and their markets.
Catalyst, the annual conference
focused on PERS sales and mar - focused on PERS sales and mar
keting, hosted by Affiliated Moni -
toring, held its 2018 event here.
Below is an overview of some of
the key sessions and main discus -
sion points throughout the event
from Security Systems News' man -
aging editor Spencer Ives who
attended the event.
The first full day began with a
welcome from, Mike Zydor, man -
aging director for Affiliated Mon -
itoring. He brought up the idea
of "forced networking," making
sure that people are meeting and
conversing with a multitude of
different professionals, hopeful -
ly ones they haven't met before.
To facilitate this, the conference
has attendees in different groups
throughout the event, such as
with the table assignments or
teams for networking events.
Zydor said that one of the
valuable takeaways from the
event will be the discussions
large deals that have reshaped
the overall landscape," John
Robuck, Capital One's manag -
ing director of security finance,
told Security Systems News in an
email interview. "Apart
from the larger deals,
though, there are also
numerous opportuni -
ties for small and mid-
s i z e d b u s i n e s s e s t o
leverage M&A to grow
their businesses."
DTT CEO Mike Cof -
fey told SSN in an email
interview that there are several
driving factors to this increase
in M&A activity, most promi -
nently financial and industry
dynamics.
By Paul Ragusa
S C H A U M B U R G , I l l . —
C o n v e rg i n t Te c h n o l o g i e s
"The financial dynamics right
now have been driven by low
interest rates, which we've all
heard a lot about, and frankly
that means more capital avail -
ability for good quality busi -
nesses," said Coffey, noting
that industry dynamics are even
more important to DTT.
"First and foremost, there
is massive opportunity behind
video, which is being driven
by increased use cases, analyt -
ics, and the ultimate value and
ROI achieved by the end cus -
tomer," he explained. "If you
combine this opportunity with
the fact that the security indus -
try has historically been a very
Affiliated's
Catalyst
2018
stats ....................................... 2
H o W I use m Y s Y stem ..........5
spe CIFIC all Y all spea KI ng .......6
Convergint
continues
global
expansion
ACRE CEO Ron Virden looks at whether or
not the lock and key is becoming obsolete
John Robuck
ever be a 100 percent
migration to mobile."
And while wireless
l o c k s h a v e b e e n i n
existence for a long
time, "next-generation
products equipped with
near-field communica -
t i o n a n d B l u e t o o t h
represent a quantum
leap forward," he noted in his
article. "With established players
such as ASSA ABLOY, Allegion
and Dormakaba bringing their
high-tech products to the mar -
ket, wireless will rapidly become
the standard means of managing
access."
ul Y 2018
& Sy S
Sy S
C ataly S ly S t see page 14 a CC e SS see page 19
& a
STATS
ABI looks at link between
smart home and city
See page 2
produc TS
See the latest in the world
of NVRs and DVRs
See page 21
ty: Is the Lock and Key
Obsolete?"
Virden noted in his
article that the end of
the traditional lock and
key may be here as wire -
less technologies trans -
form "the possibilities
for electronic access
control."
With Google and Amazon get -
ting into the residential space,
they are "really helping to drive
that tipping point and you
will see the consumer demand
speed this up into the corporate
space, especially the SMB market
where we are already seeing this
focused on PERS sales and mar -
and relationships made at Cata -
lyst. Following this point—and
potentially connected to it—each
attendee had the opportunity to
stand and introduce themselves,
their company, and where they're
from.
Next, Affiliated executive
vice president Daniel Oppen -
heim presented, "PERS: Today
and the Future," an overview of
themes in the PERS industry and
observations within Affiliated
Monitoring. Oppenheim said
how fortunate he is for what it
is that the industry offers, "We
offer a service that is vital to our
made its second acquisition
outside the U.S. this month,
with the acquisition of Inte -
grators Australia, a systems
integrator based in Port Mel -
bourne, Victoria, Australia.
One of the world's largest sys -
tems integrators, Convergint
www.securitysystemsnews.com
C onvergint see page 10
all Y
ed I tor I al ............................... 7
FI ve quest I ons ................... 23
databan K ............................. 23
Ron Virden
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